KeyStep
Demand Manager
Elastic
Barcelona, Spain
Full-time
about 6 hours ago
Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the…
Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.
Are you ready to accelerate your career at Elastic, the Search AI company?
The Demand Manager owns pipeline health, growth, and motion for their territory within International General Business. This is a dual-responsibility role: part pipeline strategist, part execution lead. The Demand Manager diagnoses where pipeline is thin, ageing, or poorly qualified, and then personally runs the activities that fix it, from structural interlocks with Sales and Marketing to hands-on activation programs like blitz days and partner sprint weeks.
The role sits at the intersection of Sales, Sales Development, Marketing, and Partner teams. Success means the territory never operates on hope. Every quarter runs on a foundation of qualified pipeline, actionable data, and coordinated execution.
We've built a collaborative workspace in Barcelona where teamwork, continuous learning, and career development are at the heart of everything we do. We believe that drive, curiosity, and coachability are the foundations of long-term success. If you're eager to learn, embrace feedback, and make an impact, we'd love to meet you.
What You Will Do
1. Pipeline Health: Own the quality and integrity of the territory's pipeline.
Establish recurring interlocks with Sales Managers, Marketing, Sales Development, and Partner teams; agree quarterly priorities and success criteria early
Run quarterly deal clinics to unblock deal progression and requalify live pipeline against current product packaging
Anticipate coverage gaps 2-4 quarters ahead using velocity, intent, and conversion data, rather than reacting once a gap is visible
Audit the marketing-to-sales handoff continuously; identify friction points and refine the process to maximize Stage 0 → Stage 1 conversion
Meet regularly with SDR/Sales managers to distinguish low-quality leads from low-quality outreach, and adjust targeting or talk tracks accordingly
Monitor channel mix each quarter; flag net-new logo opportunities in later stages that lack partner involvement and offer partner engagement support
Actively reduce stalled and untouched opportunities through coordination with Sales, Marketing, and the SDR teams
Reinforce data privacy and protection compliance across all pipeline and campaign activity
2. Pipeline Growth: Steer planning and marketing investment into qualified demand.
Treat the sales planning system as the single source of truth for territory planning; encourage use of account planning and whitespace tools
Align with Marketing and Product Marketing so sales plays are relevant and accessible for General Business, and translate core product value propositions (Search, Observability, Security) into simple, high-impact outbound scripts
Operationalize the marketing mix: turn field events, webinars, and channel activities into ready-to-call plays complete with follow-up sequences, target lists, and talk tracks, not just a heads-up that something happened
Use intent and signal data to identify high-intent accounts and direct targeted outreach to priority accounts
Act as execution lead for co-selling campaigns with strategic cloud partners (AWS, Microsoft Azure, Google Cloud), designing joint activation programs and integrating partner-sourced leads into the outbound rhythm
Design, launch, and personally lead high-energy activation programs (blitz days, call-out day
Neutral 2–4 sentence summary of what working at this company is like, drawn from public reviews and press coverage. Tone, collaboration style, pace, benefits highlights.
£45,000 – £60,000 (Glassdoor, Levels.fyi, 2025)
Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the…